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BOOK III 


THE UNITED Y.M.C.A. SCHOOLS 
STANDARD COURSE 


IN 


SALESMANSHIP 





ASSOCIATION PRESS 
New York: 347 MapDIsON AVENUE 
1922 








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CoryricHt, 1920, By 
Tue INTERNATIONAL COMMITTE 


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>“ P.PROJECT 3 
OUR local Y. M. C. A... let us say, has placed 


you in the field as one of its representatives 
to sell this Course in Salesmanship. You are 
thoroughly familiar with the first twelve lessons 
of the course and are, therefore, qualified to sell 
it. Your-object is to enroll groups of salesmen 
who can get together once a week. You must first 
sell the idea of the course to the logical man or 
oficial of the company, and get him to agree to 
assemble his salesmen so that you may address 
them for enrolment. The company should pay 
for the courses and permit its men to refund half 
the-cost. During your first day in the territory 
you call on four types of men as follows: 


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C33 


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1. The Acme Tool Company manufactures a 
special line of machine tools. It also carries, as 
jobber, a general line of factory tools and special 
equipment. It has forty salesmen, twenty-two 
of whom get into the home office on Satur- 
days, as a rule. Mark Hopkins is general man- 
ager of the business, and he is an autocrat. He, 
and not the sales manager, is the logical man to 
see. He is forty-eight years old, five feet seven 
inches tall, solidly built, without fat. He rates 
about thirty on the Taylor grading. He has a 
slow forehead, a slow chin, and a medium nose. 
Head is short, fairly broad, and of average 
height. His temperament is motive-mental. He 


1 


is very conservative but is willing to spend money 
when he can see profits therefrom. His company 
has to meet stiff competition and fight for its busi- 
ness. Hopkins is not easy to get at. He is 
methodical and plans his work and engagements 
well ahead; for he is really busy. A well-trained 
information clerk presides at the telephone switch- 
board in the outer office. 


2. Minter and Wallace arepartnensmaue 
wholesale coffee and tea business. Eighteen of 
their forty salesmen are in the home office on 
Saturdays. Wallace takes care of the selling, 
while Minter looks after the buying and manu- 
facturing end of the business. Both, however, 
would have to agree on your proposition. Wal- 
lace is forty years old, five feet eight inches tall, 
and growing stout. He rates eighty on the Taylor 
grading. His profile shows a quick forehead, 
medium quick chin, and large Roman nose. He 
is vital-motive in temperament. He has made his. 
way to the top by hard work and has won his suc- 
cess, as he thinks, solely by his innate ability and 
fighting spirit. His head is broad, medium long, 
and a little above average height. Competition 
ts keen in their staple lines, but their special brands 
hold a fine trade. You can walk right into Wal- 
lace’s office; but, unless you head him off, he will 
tell you that he isn’t interested in “modern theo- 
retical salesmanship courses.” He still believes in 
the “born’’ salesman, though he keeps his business 
up to date in other respects. 


2 


3. Adam White is an automobile sales agent, 
having secured the agency about eight months ago. 
Prior to that, after graduating from college, he 
sold bonds, with good success. He has not been 
so successful in selling cars or in getting sales 
through the five men employed on commission. 
His name has been given to you by a mutual 
friend who thinks that White needs the course 
himself. . He rates fifty in the Taylor scale; and 
has a slow forehead, quick chin, and good Greek 
nose. He is thirty-five years old and six feet tall. 
His temperament is motive-vital. He has a long 
head, medium wide and of average height. White 
is a thorough gentleman and he thinks a great 
deal of himself. He believes that his experiences 
in selling bonds amply qualify him to sell automo- 
biles. He is ambitious and wants to make money. 
He can be gotten at on the floor of his salesroom. 


4. G. W. Murphy is district agent for a manu- 
facturer of jewelry and silverware. He has twelve 
salesmen who come in on Saturdays. He ranks 
sixty on the Taylor grades. He is forty-five years 
old, five feet five inches tall, and mental-motive in 
temperament. He has a quick forehead and chin. 
His head is rather narrow, long, and low. He 
has been only fairly successful in holding trade and 
salesmen. He is somewhat pessimistic and over- 
bearing, but wants business. He has a small office 
off the showroom. His stenographer has a desk 
in the latter and meets all comers. 


f 3 


What You Are to Do 


Your Project is to work out a way of dealing 
with the four types of men in an effort to gain 
an Audience, secure Attention, and arouse Inter- 
est. You will therefore write a plan of procedure 
adapted to each case and covering the following 
points : 


a. Tell how you got at the prospect; what you 
did and why, what you said to everybody con- 
nected with the incident, and what they said to you. 


b. Tell how you got the prospect’s attention, 
what method you used in each case, what he said 
or did, and what you said and did. 


c. [ell how you aroused the prospect’s interest, 
what you said or did and why. 


d. ‘Tell what motive you played upon in each 
prospect in getting attention and arousing interest, 
and how you shaped your talk to suit each char- 
acter type. 


Instructions 


Review Book III, and the two accompanying 
Lectures before writing out the project. 


Write a complete paper on each prospect, re- 
porting all that was said and done by everyone 
associated in getting an Audience, securing Atten- 
tion, and arousing Interest—nothing more. 


Read again the Instructions of Project 1 and 
apply them, as far as are required, in solving this 
project. 


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